Sales
Do you thrive on the thrill of travel and find it easy to spark conversations with anyone you encounter? If that sounds like you, a career in sales could be your ideal fit. While personality is a key ingredient in a salesperson's success, the specialized knowledge acquired during your graduate studies can position you perfectly for selling niche products. However, sales isn't a cookie-cutter profession; the roles and dynamics can change drastically based on the products involved.
You might be the type who enjoys connecting with as many people as possible, making you well-suited for high-volume sales of smaller items like chemical reagents. On the flip side, if you lean more towards the technical side, you might find fulfillment in fewer but more lucrative sales, like selling confocal microscopes. Ultimately, it's vital to figure out what kind of salesperson you aspire to be. No one wants to buy from someone who is unhappy and disengaged in their job.
Entry Points
Many PhDs embark on their sales careers by first becoming field application scientists. This role acts as an effective bridge between research and sales, allowing you to support customers without the immediate pressure to make a sale. You'll gain valuable experience in customer interactions while avoiding the stress of closing deals right away.
When transitioning from a field application scientist role or making the leap straight from graduate school, your first critical choice is determining what products you want to sell. Generally, positions that involve selling smaller items, such as chemical reagents, minor lab equipment, and pharmaceuticals, are more forgiving for those without prior sales experience. However, as you progress to larger, high-ticket items, the frequency of client interactions decreases, given that fewer customers can afford million-dollar equipment. In such cases, companies will expect a more seasoned salesperson to maximize each customer encounter.
Thus, if you're aiming for a role selling more expensive tools and equipment, it’s crucial to highlight your distinctive qualifications for the product. For instance, if you aspire to sell confocal microscopes, your hands-on experience and their significance in your dissertation research will be invaluable assets.
Who are the employers?
Pharmaceutical/Biotechnology companies listed by state can be found here
Another very comprehensive list of manufacturers can be found here
A database of laboratory equipment companies can be found here (for more suitable results you can also filter by company name, products or ratings)
Application Process
If you're targeting a career in sales, it's essential to be comfortable with networking and meeting new individuals. A crucial first step is to arrange an informational interview with someone already working in sales, ideally at a company you aspire to join. This will not only provide you with deeper insights into the sales profession but might also lead to discussions about current job openings. If you make a strong impression, your new contact could even offer to present your resume directly to the hiring manager.
For any other positions you're interested in, you can typically find a "Careers" section on the company's website where public job listings are available. However, be cautious; many online applications, especially in sales, are very particular about the keywords used in your application materials, including your resume and cover letter. Additionally, numerous companies require a brief online “test” as part of the application process to assess whether your personality aligns with a sales role. These personality tests often feature repetitive questions phrased differently to check for consistent responses, so take care if you consider embellishing the truth to fit the mold of an ideal candidate.
If you’re interested in a smaller company that lacks a dedicated “Careers” section on their site, leverage your networking abilities by reaching out via email to any relevant contact, typically someone in human resources or operations, to convey your interest. If no specific contacts are provided, check the “Contact Us” page to submit an inquiry. Also, don’t hesitate to search for the email address of the person you wish to contact; demonstrating resourcefulness and motivation often creates a favorable first impression.
Career Progression
Successful individuals often find themselves with the chance to ascend into management roles. While some may opt out of these positions to retain lucrative commission bonuses, the substantial salary hike associated with promotion typically persuades many to take the leap when the opportunity arises. Management roles can include titles such as district manager, director, and ultimately vice president of sales. A shared characteristic of these promotions is a notable reduction in travel demands, although an initial relocation might be necessary based on the organization’s needs.
Work Hours
Given that much of your role as a salesperson takes place in the field, your hours can fluctuate based on the size of your territory and your customers' willingness to meet. For medical device sales representatives, this often means spending considerable time in waiting rooms before connecting with physicians, which can hinder productivity and necessitate longer time spent in the field. While workdays offer flexibility, anticipate investing substantial hours (often exceeding 40 per week) if you aim to excel. Additionally, it's crucial to consider that your availability is influenced by your customers' schedules; for example, if they operate from 9 am to 6 pm, finding time to meet outside these hours will be challenging.
Compensation
Alongside your salary and commission, you can expect either a company vehicle or a car allowance due to the travel requirements of the role. The specifics of your salary will vary based on the types of products sold, with those dealing in high-end and specialized goods typically earning more. A fair salary estimate falls between $60,000 and $90,000, with performance-based bonuses that may exceed 100% of the base salary for exceptional achievers.
Exit Options
Experience in direct customer interaction is an invaluable asset, opening doors to various opportunities across multiple departments within organizations. Roles that are particularly conducive to a seamless transition from sales encompass general management, operations, marketing, communications, and investor relations.